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    Key Account Manager - Mumbai, India - PwC India

    PwC India
    PwC India Mumbai, India

    1 day ago

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    Description

    We're looking for an experienced, to focus on key account management as part of the Account Management team within our Sales and Marketing function. Our Account Management team focuses on the firm's top priority accounts across different segments and supports lead relationship partners and account teams to drive profitable revenue growth and deliver exceptional client value.

    The focus of this role will be supporting some of our priority clients within Financial Services sector, working closely with various competencies and colleagues within the broader Financial Services sector team, as well as with colleagues within other Industries.

    Experience working with BFSI clients or in a client facing or sales/ business development role focused on Public Sector Banks specifically is highly desirable.

    Responsibilities

    • Facilitating and supporting client touch points and generating new revenue streams.
    • Sales experience and relationships in Public Sector Banks
    • Work with the various competencies and lead relationship partner to identify and build new client relationships as well as drive growth in existing relationships between PwC and the client to deliver opportunities and profitable revenue growth. This includes the conducting and sharing the outputs of client feedback

    Be the conduit of the account management team and different teams in the firm, driving broader and deeper relationships across the account, and supporting the conversion of strategic opportunities, delivering One Firm to the client. Ensuring all account fundamentals are in place, to drive sustainable growth for the business.

    • Support the lead relationship partner or director in building high performing teams of partners and staff around their clients, sharing the knowledge and understanding of the client both in the account management team but also across the wider firm as required
    • Have a deep understanding of client's priorities and strategies
    • Co-create and implement effective account strategies including relationship mapping, management of opportunity pipeline and generation of investment plans
    • Bringing discipline, structure, and support to account management teams through management information, market insight, knowledge sharing and meeting preparation
    • Working right across the pursuit process to inform, support, challenge and inspire their account teams to spot, develop and convert a pipeline of opportunities
    • Supporting the Firm's one firm sales and marketing strategy, drawing on Sales and Marketing colleagues to deliver aspects where required
    • Identify opportunities in new areas, helping to drive the proposal process as appropriate.
    • Ensure account infrastructure is in place and functioning appropriately – eg account team meetings; opportunity tracking and revenue reporting; client events/regular touch points; follow up on opportunities
    • Manages ongoing client feedback process
    • Designs/manages delivery of the client planning workshops
    • Follow up on opportunities with clients to ensure proposals are submitted on time; appropriate expertise is being deployed and deadlines are being met
    • Acts as a central point of contact for the account team, helping the team across the region engage with the client in strategically defined areas; supports effective communication across the account team – e.g. through developing account communications, newsletters, value report etc

    Skills and experience required

    • At least 12 years' relevant work experience
    • Experience working with BFSI clients or in a client facing or sales/ business development role focussed on financial services sector is highly desirable. Transferable experience across other industries / sector will also be considered
    • Excellent communication skills and gravitas with senior stakeholders, (both clients and senior staff) as well as demonstrating a thorough understanding of the strategic business drivers for the financial services sector clients
    • Understanding of best practice account management with the ability to implement both strategic and tactical initiatives
    • A proven track record in sales, business development and client relationship management in a highly competitive environment
    • Strong stakeholder management and experience in working with diverse account teams. A proactive individual who is able to work effectively as part of a team, which may at times be geographically dispersed
    • A collaborative individual who is able to learn from, contribute and participate as a member of the Account Management capability
    • Commercial acumen both in terms of managing pipeline and challenging/coaching teams through the sales process
    • A strong knowledge of a sales methodology and proven experience of driving opportunities through to revenue
    • Understanding of effective relationship management/ opportunity management and pursuit processes
    • Understanding of Indian Financial services market
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